CHARACTERISTICS OF A GREAT CLOSER

Closing is really not closing . . .

Does that surprise you?  It probably does.  The topic of ‘Closing’ is one of the most requested for my trainings for our network marketing team and when I speak for other teams.  Why, because people are uncomfortable with the the word.

Whether you are young or old, a newcomer or more seasoned, closing is a topic that always comes up.  It is a topic that crosses all demographics.  While men are somewhat more comfortable in asking ‘the question’ than women, statistics show there is no difference in the follow-up.

So I ask you, what comes to mind when you think of ‘Closing’?  Do you think of pushy, sales, and a lot of negative feelings.  I used to. 

The reality is CLOSING, when done right, is nothing more than opening a long-term relationshp (or strengthening an existing one). 

The bottomline is, Closing takes practice, and practice makes perfect.   It’s really just about Relationships, Listening, and Asking . . . and remembering to follow-up when you get the first no, which you will!

Here are my Keys to Closing!

 1.Have the Right Mindset

• Be an Opener
• Visualize the Result you want
  • Long-Term Relationship
  • Business Partner/Customer
  • Moving towards your Goals
  • Have an enrollment form ready
• Lose Fear by Daily Practice
  • Connecting
  • Presenting
  • Asking the Million Dollar Question

2.Look Sharp . . . Be Sharp

• Look Like a Person you want to recruit (recruit up – you’ll have better results)
• Meet in a neutral location or at you place of business
• Always Be Early
• Don’t pre-judge

3.  Be Prepared

• Have the right tools (don’t fumble for what you need)
• Have a pen and paper for the prospect (branded, if possible)
• Have a welcome package (you plan on them joining your team)
• Have a much smaller ‘Wants more info Package’
• Your Presentation should cover standard questions – focus on value (aka objections – another MeetUp)

4.  Are you Giving the Right Presentation?

• A-Z Presentation (enough but not too much)
• 60 Minutes including answering questions

5.   Use Empowering Words 

• Make the decision
• Build Your Future/Dreams
• Invest in your future (vs. it cost $XXX to get started)
• Let’s Recap
• To Summarize
• Let me tie it all together for you
• We’re excited for you
• The Million Dollar Question . . .

 What did you like best about the presentation?

 Not ‘What did you think about . . .?

• You’re right about . . .
• Focus on the part they like
• Here’s the paperwork to get started
• I BELIEVE IN YOU and your goals/dreams

6.  Be a Good Listener (be silent)

• Give your full attention
• Identify questions, needs, or interest

  7.  Fortune is in the Follow-Up

• Will you be there for them?
• What is your system
• How will you DRIP
  • Thank You
  • Regular relationship building connections
  • Happy Birthday
  • Set a follow-up time
  • Why Follow-Up?  Statistics
    • 48% of Sales People Never Follow-Up with a Prospect
    • 25% of Sales People Make a Second Contact & Stop
    • 12% of Sales People Only Make Three Contacts & Stop
    • Only 10% of Sales People Make More than Three Contacts
    • 2% of Sales are Made on the First Contact
    • 3% of Sales are Made on the Second Contact
    • 5% of Sales are Made on the Third Contact
    • 10% of Sales are Made on the Fourth Contact

Now Focus on this…

** 80% of Sales are Made on the Fifth to Twelfth Contact **

8.  Break Your Best Record

• Have a contest with yourself (beat your best record)
• Own the goal (‘I am’  statements and vision boards)
• Have a contest for your team

9.  85% or More of Your Market is Women . . .

• Do you know what they want?
• Read the Book:  Winning the Toughest Customer by Delia Pasi

10. Don’t Quit

• Stay Focused
• Read Your Why
• Look at Your Dream Board
• Be Grateful

 11.   HAVE FUN

*****

Debbie Wysocki is the owner of Women with Dreams and residual Money secrets – companies that empower the average person to live an extraordinary life by teaching how to build profitable businesses in the network marketing arena.  She is a wife, mom, volunteer, a top producer in the MLM industry, a wellness educator,  a real estate investor, author, trainer, and former Beverly Hills financial analyst who is passionate about helping others succeed. Her motto is ‘How you do anything, is how you do everything!’  For more information or to contact Debbie directly at Debbie@WomenWithDreams.com  or 954-781-6629